Development of Development of LUTC Sales Training ProgrammeLUTC Sales Training Programme

((美國壽險銷售訓練課程美國壽險銷售訓練課程 ))in Hong Kongin Hong Kong

LUTC HistoryLUTC History

• Founded in 1947• More than 70,000 fellows over the world• Consolidated with The American Collage

(TAC) in 2001

Development of LUTC Courses in Hong KongDevelopment of LUTC Courses in Hong Kong

• 1994: LUTC Courses launched, first LUTC 1994: LUTC Courses launched, first LUTC Moderator Conference.Moderator Conference.

• 1997: First Senior Moderator Workshop, 1997: First Senior Moderator Workshop, created seven Senior Moderators.created seven Senior Moderators.

• 1998: Second Senior Moderator Workshop, 1998: Second Senior Moderator Workshop, created seven Senior Moderators.created seven Senior Moderators.

LUTC Core CoursesLUTC Core Courses

A.A. Personal Insurance (must be in sequence)Personal Insurance (must be in sequence)1.1. Exploring Personal MarketsExploring Personal Markets開拓個人市場1.1. Meeting Clients NeedsMeeting Clients Needs客戶導向銷售

B.B. Ethical Studies :Ethical Studies : A.A. Ethics for the Financial Services ProfessionalEthics for the Financial Services Professional財策專業操守

Accredited CPD Program. Each module fulfill total non-core

CPD credits of the year of attendance.

LUTC LUTC Elective CoursesElective Courses

LUTC Elective CoursesLUTC Elective Courses

1.1. Essential of Business InsuranceEssential of Business Insurance商業保險基礎1.1. Disability Income Disability Income 傷病入息保險1.1. Professional GrowthProfessional Growth個人專業進階1.1. Retirement PlanningRetirement Planning專業退休策劃1.1. Foundation of Estate PlanningFoundation of Estate Planning遺產策劃基礎

Accredited CPD Program. Each module fulfill total non-core

CPD credits of the year of attendance.

Specific Requirements for LUTCF DesignationSpecific Requirements for LUTCF Designation

1.1. Earn a total of at least 300 Designation Earn a total of at least 300 Designation Credits;Credits;

2.2. Complete and pass the examination of Complete and pass the examination of Ethical Studies;Ethical Studies;

3.3. Be a paid member of LUAHK in the year Be a paid member of LUAHK in the year of conferment;of conferment;

4.4. Complete and submit an LUTCF Complete and submit an LUTCF application with a US$65 fee payable to application with a US$65 fee payable to LUTC / TAC.LUTC / TAC.

Specific Requirements for LUTCF DesignationSpecific Requirements for LUTCF Designation

LUTCF Accredited Professional DesignationLUTCF Accredited Professional Designation

CPD is requiredCPD is required

LUTCF CPD = IIQAS non-core CPDLUTCF CPD = IIQAS non-core CPD

Selection criteria of Selection criteria of an ideal LUTC moderatoran ideal LUTC moderator

1.1. 5 years in business5 years in business2.2. MDRT (top 20% of the company)MDRT (top 20% of the company)3.3. LUTCF preferableLUTCF preferable4.4. LUATC or LUTC studentLUATC or LUTC student5.5. Have leadership and training experienceHave leadership and training experience

LUTC Moderator has to agree toLUTC Moderator has to agree to

1.1. Continually pursue in professional training – Continually pursue in professional training – because “a trained moderator is an effective because “a trained moderator is an effective moderator”moderator”

2.2. Perform duties in accordance with the Perform duties in accordance with the Moderator AgreementModerator Agreement

3.3. Follow the established LUTC instruction patternFollow the established LUTC instruction pattern4.4. Be available for all class sessionsBe available for all class sessions5.5. Steer clear of unauthorized subjects such as Steer clear of unauthorized subjects such as

commission, agent contracts and company commission, agent contracts and company affiliation.affiliation.

What a Moderator should be?What a Moderator should be?

“ “ A moderator should be a person who A moderator should be a person who fully understands that his/her role is fully understands that his/her role is

toto facilitatefacilitate and and not to teachnot to teach.”.”

Characteristics of Characteristics of Successful ModeratorsSuccessful Moderators

Support of the LUTC program and missionSupport of the LUTC program and mission Success – oriented in their businessSuccess – oriented in their business Knowledge of their market and subject areaKnowledge of their market and subject area Flexibility in meeting the needs of all students Flexibility in meeting the needs of all students Belief in the education and learning processBelief in the education and learning process

Characteristics of Successful Moderators

Enthusiastic to share knowledge and experienceEnthusiastic to share knowledge and experience Willingness to prepare for each class sessionWillingness to prepare for each class session Readiness to encourage independent thinking and Readiness to encourage independent thinking and

creativitycreativity Ability to relate the text material to students’ work Ability to relate the text material to students’ work

or sales experiencesor sales experiences

Important features Important features for for

Successful ModeratorsSuccessful Moderators1.1. Highly motivated and successful insurance Highly motivated and successful insurance

professional;professional;2.2. Unshakable belief on the value of the life Unshakable belief on the value of the life

insurance products;insurance products;3.3. Strong natural desire to help other people.Strong natural desire to help other people.